Abstract

In the battle for government contracts, seize the competitive advantage with Winning Government Business: Gaining the Competitive Advantage with Effective Proposals, Second Edition. Contents Part 1: The Foundations of Winning Proposals • Winning New Business from the Federal Government • Anatomy of a Government RFP • Federal Government Source Selection • Part 2: The Pre-Proposal Phase • Strategic Business Planning • Part 3: The Proposal Development Phase • Long-Term Positioning • Building and Organizing the Capture Team • Pre-Proposal Phase Activities • Bid Strategy • Analyzing Customer Requirements • Developing a Proposal Preparation Plan • Effective Proposal Management • Writing the Winning Proposal • Tips for Effective Proposal Writing • Preparing the Winning Cost Volume • Proposal Reviews • Proposal Production • Part 4: Post-Proposal Submittal Phase • Post-Proposal Submittal Phase • Contract Award and Performance • Appendix: Sample Capture Plan About the Author Steve R. Osborne, PhD, is founder and president of Cornerstone Training, Inc., a proposal development and consulting firm. In more than 30 years in business development, he has captured over $12 billion in government contracts, notched a win rate of over 90 percent, conducted classes on business capture, authored texts on the proposal process, and served as a professional consultant to many companies vying for government contracts. He holds a PhD from Arizona State University, where he also served on the faculty.